International SOS is the world’s leading international healthcare, medical and security assistance company providing integrated solutions to companies and organizations with international operations.  A global team of over 11,000 employees worldwide strive to make a difference in the lives of our clients, patients and employees.

The Sales and Marketing Director is responsible for driving the regional sales and marketing initiatives and Client and Market First strategies to achieve Revenue, Gross Profit and functional G&A targets in the market segments across the region (mainly France & Italy), through leading the Sales team in increasing market share within focus sectors and client penetration within key accounts. 

Key Responsibilities 

1- People Management

• Lead the development of the team, including overall structure, assessment of capabilities, recruitment, training, team building, and remedial action where necessary, appraisal and career management.
• Develop a sense of community within the Europe Sales and Marketing organization, to achieve a common agenda, clarity and transparency of duties & targets, the exchange of ideas and the development of business opportunities.
• Plan, organize and direct an efficient and effective team.
• Anticipate any upcoming shortfall in staffing by maintaining a rolling pool of candidates for all functions
• Participate in marketing and networking events within the industry sectors

2- Business Growth

• Develop aggressive sales plans - defining market strategy, market share/competitors, and growth opportunities. Align International SOS medical and security services with client requirements to define a sales opportunity pipeline and forecast, driving the growth of profitable revenue with the aim to exceed budgeted targets. Oversee execution of the sales plan.
• Develop an Account Management strategy for the Southern Europe Region, aimed at retaining and upselling existing accounts.
• Develop a Marketing Plan to support the sales agenda, especially around lead generation and lead nurturing, using the latest digital tools available. Be a force for innovation to always explore news ways to support and increase sales.
• Build a robust regional execution plan of the Global and Regional Sales & Marketing Strategy “Client & Market First”
• Ensure that key alliance partners and distribution partners (such as brokers and insurers) remain strongly aligned and engaged with the regional sales strategy.
• Develop relationships at Senior Executive level with key clients, to acquire a comprehensive understanding of Clients business strategy, needs, requests and demands, and feed this back to the Region and Group, to facilitate business development through alignment with International SOS medical and security solutions.
• Be an active member of the Regional S&M Leadership Team, working closely with the General Manager Sales & Marketing Europe and the members of the Leadership Team.
• Drive the adoption and measure the growth of the cross border sales strategy, developing close cooperation with the Cross Border Product Director and acting as the single point of contact for Regional/Country Sales & Marketing GM’s/Directors elsewhere in International SOS.
• Champion product initiatives within the region in line with the Group product strategy, including the development of regionally specific products.

Sales Performance and Process Management

• Measure and drive productivity across the Sales and Marketing function.
• Ensure the effective use of Salesforce.com. 
• Manage a regular sales forecast review process for the quarter as established within the region
• Ensure Account Plans are prepared, executed and regularly reviewed for the Top 30 clients in the region.
• Oversee and support all key pricing and contract negotiations and dispute resolutions, and ensure all commercial process adhere to the required commercial oversight requirements.
• Continually evaluate progress against longer term pipeline development, annual revenue and profit targets, client plans, and take action with the appropriate elements of the Sales and Marketing Team/s to amend discrepancies.
• Engage support from Assistance Operational and Security teams in the acquisition of prospect clients and renewal, up-selling and cross selling of existing Clients.
• Continually monitor and manage International SOS’ level of customer service quality in the provision of medical and security solutions to the client base across the region, by acting as an escalation point and working closely with Assistance Operations and Security to drive improvement.
• Ensure a complete analysis of any clients that “do not renew” with the relevant BDM, KAM and/or BDD, including corrective actions implemented to mitigate any such instance from recurring.
• Implement and manage the Regional Sales Incentive plan. Working closely with the Regional GM Southern Europe, the General Manager Sales & Marketing Europe and HR to execute and adjust sales incentive schemes programs as deemed necessary to ensure the success of the business and achievement of budgets and targets.

• Graduate from a Premier University/Business School, MBA highly appreciated.  
• Must have at least 5 years experience of Sales & Marketing leadership, with a professional services background, selling complex solutions to multinational companies B2B
• Perfectly fluent in French and English. 
• Leadership and people management skills.
• Strong business acumen
• Positive experience and success working in an international business environment and in a matrix organisation structure, with frequent cross regional and global engagement and communication.

We offer a great opportunity in an international environement for a seasoned Sales Director. You want to make a difference and contribute to saving lives? Join us now!